The Law of Social Capital:
‘YOUR NETW RK IS YOURNET WORTH’
By Jean Suffin
ersonal network- ing is important in any field, but in the health and fitness industry, the amicable exchange of information is critical. The reason: though clubs do, in fact ,
compete with one another, in the final analysis, they’re all working toward a common goal—that of creating a healthier society. When it comes to creating networking opportu-
nities, IHRSA is one of the pioneers, principal pro- viders, and most accomplished practitioners of the craft. For more than 30 years, it’s been hosting conventions, conferences, trade shows, and other live educational forums, and has constantly been discovering, devising, and/or developing new ways for industry professionals to interact effectively. The critical lynchpin of its meetings remains its
annual International Convention and Trade Show, but, today, it also stages gatherings worldwide: the IHRSA European Conference, which will be held next month in Milan, Italy; the ChinaFit/IHRSA China Management Forum, which premieres next month in Qingdao, China; the IHRSA/Fitness Brasil Latin American Conference and Trade Show; and the IHRSA Asia-Pacific Forum. (For a complete list of upcoming events, see “Calendar,” pg. 110, or log on to
ihrsa.org and click on “Meetings & Trade Shows.”) “Every year, we attend the IHRSA Convention and Trade Show and the IHRSA European Congress,”
reports Rene Moos, the CEO of HealthCity, in this issue’s Q&A (see pg. 32). “These events provide great opportunities to learn, network, and grow. Every year, I come back inspired and recharged by the great content, great speakers, and great all- around time.” Two of the association’s most tightly-targeted net-
working options are its annual Summit for a Health- ier America, which focuses on lobbying activities in Washington, D.C.; and the annual IHRSA Institute for Professional Club Management, arguably the industry’s most intense educational experience. However, having said that, there’s a wide range
of other organizations and formats—industry trade associations, roundtables, club-chain conventions, manufacturers’ academies, etc.—that also stage get-togethers locally, nationally, and internationally. The value of networking—whether you’re talking
about high-tech or health-tech—is indisputable. “In a recent study of IBM consultants, researchers found that each additional e-mail in a consultant’s address book represented $958 in revenue—in other words, those with fatter address books made more money,” reports Keith Ferrazzi, the founder of the Relationship Masters Academy, a firm that helps companies develop their “social capital.” The point applies equally to club operators, says
Ferrazzi. “Your network is your net worth,” he explains. “Nothing is more important to the growth of a business than building a broad network of quality relationships. Your clients should be more than clients—they should be friends.”
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ihrsa.org | SEPTEMBER 2011 | Club Business Internat ional 43
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